Institutional Sales Manager

<div data-page-id="AkS2dUf2Yo4oZ7xYhRNlR0pbgNg" data-lark-html-role="root" data-docx-has-block-data="false"> <h2 class="heading-2 ace-line old-record-id-I4C0dMP69o9ArlxwulflmUF2gcd">Who We Are</h2> <div class="ace-line ace-line old-record-id-OTApdC2haopFIsxTIavllhxxgpa">At OKX, we believe that the future will be reshaped by crypto, and ultimately contribute to every individual's freedom.</div> <div class="ace-line ace-line old-record-id-VQnjd1sNBok3oNxfg12lFLcog1R">OKX is a leading crypto exchange and the developer of OKX Wallet, giving millions access to crypto trading and decentralized crypto applications (dApps). OKX is also a trusted brand for hundreds of large institutions seeking access to crypto markets. We are safe and reliable, backed by our Proof of Reserves.</div> <div class="ace-line ace-line old-record-id-AoB3d9rAUo2SJexvTPhlNiwcgRd">Across our multiple offices globally, we are united by our core principles: <strong>We Before Me, Do the Right Thing, and Get Things Done.</strong> These shared values drive our culture, shape our processes, and foster a friendly, rewarding, and diverse environment for every OK-er.</div> <div class="ace-line ace-line old-record-id-NObRdlIFGo4RDkxRH4NlEgBWgTd">OKX is part of OKG, a group that brings the value of blockchain to users around the world through leading products including OKX, OKX Wallet, OKLink, and more.</div> <div class=" old-record-id-HUVTds0CLol2tVxMxHsl2a15gpc" data-type="divider">&nbsp;</div> <h2 class="heading-2 ace-line old-record-id-MXCfdlckMoWu5Ix275glBS41gF7">About the Role</h2> <div class="ace-line ace-line old-record-id-TOo3d0PZMo5RNgxP8O0lB7Jkgeg">As part of the Institutional Relationship Management team, you will serve as the primary point of contact for our institutional partners. Your mission is to cultivate long-term relationships, drive revenue growth through proactive sales and strategic engagement, and ensure a seamless operational experience for institutional clients.</div> <div class="ace-line ace-line old-record-id-RiK8dERZ6o8cVYxfJnJlA2FrgKb">This role sits at the intersection of <strong>institutional sales, client relationship management, and product collaboration</strong>, acting as a bridge between client needs and internal product capabilities. Performance will be evaluated through a balanced KPI framework focused on <strong>growth, new business development, and client service excellence</strong> to support sustainable revenue generation and operational quality.</div> <div class=" old-record-id-SyW9dy4W5oU4mNxZ6LLlBlUdgvg" data-type="divider">&nbsp;</div> <h2 class="heading-2 ace-line old-record-id-E1zYdQLOboemmDxneLhlIIJcgud">What You’ll Be Doing</h2> <h3 class="heading-3 ace-line old-record-id-T9MgdI6Q4oVO8OxlP5TlEzwuggc">Business Development &amp; Growth</h3> <ul class="list-bullet1"> <li class="ace-line ace-line old-record-id-GqMCd16p5oxEl9xOFtglkbSfgNe" data-list="bullet"> <div>Identify and qualify new institutional leads, managing the full sales cycle from initial outreach through to closing and post-sales client success.</div> </li> <li class="ace-line ace-line old-record-id-EyPodX8fMoZWuYxUP7elMp3Xgcd" data-list="bullet"> <div>Coordinate the end-to-end onboarding process for institutional clients, including verification and account activation.</div> </li> <li class="ace-line ace-line old-record-id-SjH0dDl1PojkAXxjMYdlCjRhg7e" data-list="bullet"> <div>Monitor client activity and trading patterns to identify opportunities for upselling and cross-selling.</div> </li> <li class="ace-line ace-line old-record-id-GW1odsWqkoBcsrxN0g0lYAuogHb" data-list="bullet"> <div>Develop strategic initiatives to expand institutional client relationships and drive trading activity.</div> </li> </ul> <h3 class="heading-3 ace-line old-record-id-T5mGdDEipoeJu3xKUXSl5l4lgMb">Product &amp; Relationship Management</h3> <ul class="list-bullet1"> <li class="ace-line ace-line old-record-id-MYWKdj3xQoVWfuxcmfWlhgp1gEg" data-list="bullet"> <div>Serve as the dedicated relationship lead for assigned institutional accounts, resolving day-to-day inquiries and operational issues within defined SLAs.</div> </li> <li class="ace-line ace-line old-record-id-DalJdzcW3oZLo0x1S4slJ23fgbb" data-list="bullet"> <div>Proactively educate clients on new product launches, platform features, and market developments to support optimal platform usage.</div> </li> <li class="ace-line ace-line old-record-id-JYfgdpU5EohqULxBp0WlNZcngSc" data-list="bullet"> <div>Analyze client feedback and operational challenges, identifying meaningful signals that can drive product improvements and commercial outcomes.</div> </li> <li class="ace-line ace-line old-record-id-ZFFodq9F3oIE5pxzYb0lcHckgge" data-list="bullet"> <div>Develop deep expertise in OKX’s product suite, trading infrastructure, and risk framework to provide informed guidance to institutional clients.</div> </li> <li class="ace-line ace-line old-record-id-SwPvdwDmhoDmIIx5tT4lTbj7gXb" data-list="bullet"> <div>Manage dedicated client communication channels (Slack, Telegram, WhatsApp, WeChat) and coordinate with internal teams including Product, API, Legal, and Compliance to deliver solutions and improvements.</div> </li> <li class="ace-line ace-line old-record-id-IWa6dsqYwoJ1OOxYJNrlHlcagFh" data-list="bullet"> <div>Advocate internally for initiatives that enhance client experience, increase trading activity, and support long-term client retention.</div> </li> </ul> <h3 class="heading-3 ace-line old-record-id-JhEodvQRzo22UqxfAkxlWLUbgLf">Compliance &amp; Governance</h3> <ul class="list-bullet1"> <li class="ace-line ace-line old-record-id-KSqVd5FZ0o2qKExBJltlvZy2god" data-list="bullet"> <div>Ensure all client engagements strictly adhere to company policies, Terms of Service, and local regulatory requirements.</div> </li> <li class="ace-line ace-line old-record-id-PPL6dpUSeo8YzCxViIulV4upgSm" data-list="bullet"> <div>Support due diligence processes including DDQs, partnership agreements, and audit requests in collaboration with Legal and Compliance teams.</div> </li> <li class="ace-line ace-line old-record-id-RjG8dzxU6oeWYHx3EUBlNG35gpH" data-list="bullet"> <div>Maintain high standards of documentation, operational transparency, and regulatory alignment.</div> </li> </ul> <div class=" old-record-id-QDCXdyXHdotZK8xSRXWlhIETgeh" data-type="divider">&nbsp;</div> <h2 class="heading-2 ace-line old-record-id-XgZOdDV95ohEcsxZiZJlPM6IgAb">What We Look For In You</h2> <h3 class="heading-3 ace-line old-record-id-ZxdNd8EhioUAEdxNuoBlsIn9gde">Requirements</h3> <ul class="list-bullet1"> <li class="ace-line ace-line old-record-id-L2i1d39WjoyaJlxiN4Fl0ePQgyF" data-list="bullet"> <div>Bachelor’s degree in Business, Finance, Economics, or a related field.</div> </li> <li class="ace-line ace-line old-record-id-PH6Hd6IdHobJNUx2JLUl6jf8gue" data-list="bullet"> <div>5+ years of experience in institutional sales, relationship management, or business development within crypto, fintech, or financial markets.</div> </li> <li class="ace-line ace-line old-record-id-EadGdHEawohJlCxcx12lbUBagKo" data-list="bullet"> <div>Strong understanding of digital asset trading products, institutional client workflows, and exchange infrastructure.</div> </li> <li class="ace-line ace-line old-record-id-RDrpd1afyo9d91xLYRul8rEEgqh" data-list="bullet"> <div>Proven experience managing institutional or high-value client relationships.</div> </li> <li class="ace-line ace-line old-record-id-DUfBdCFjooJz52x80k7lnnj4gMd" data-list="bullet"> <div>Excellent communication and stakeholder management skills.</div> </li> <li class="ace-line ace-line old-record-id-C0QZd2nLtosh1exkta5lTVamgRc" data-list="bullet"> <div>Strong analytical mindset with the ability to identify commercial opportunities from client insights.</div> </li> <li class="ace-line ace-line old-record-id-C3tvd1iifoY7GJx42AvlvGICgyd" data-list="bullet"> <div>Ability to work cross-functionally with product, engineering, compliance, and legal teams in a fast-paced environment.</div> </li> <li class="ace-line ace-line old-record-id-VVIjdmT24ocHBUxrEODlVjnggwe" data-list="bullet"> <div>Experience working with institutional crypto clients such as funds, market makers, trading firms, or fintech platforms.</div> </li> </ul> <h3 class="heading-3 ace-line old-record-id-Ehb0dsLCVoXxP8xxzzolaq5NgTd">Nice to Have</h3> <ul class="list-bullet1"> <li class="ace-line ace-line old-record-id-PSr2dDM5AowqduxqE3vldzSYgQh" data-list="bullet"> <div>Familiarity with APIs, trading infrastructure, and liquidity solutions.</div> </li> <li class="ace-line ace-line old-record-id-SQ1edfhRKoi8ZNxqYgqlBcVHgRP" data-list="bullet"> <div>Background in regulated financial markets or digital asset platforms.</div> </li> <li class="ace-line ace-line old-record-id-JDAkdbYH5oyYfZxm5eRlq4lbgMT" data-list="bullet"> <div>Strong understanding of the global crypto ecosystem and institutional market dynamics.</div> </li> </ul> </div><div class="content-conclusion"><div data-lark-html-role="root"><span class="text-only" data-eleid="18"><span class="text-only"><span class="text-only" data-eleid="6">Notice:<br></span></span></span> <div data-lark-html-role="root"><span class="text-only" data-eleid="26"><span class="text-only">All official </span><span class="text-only text-with-abbreviation text-with-abbreviation-bottomline">OKX</span><span class="text-only"> vacancies are published on this website.</span></span> <span class="text-only" data-eleid="28"><span class="text-only">While roles may appear on selected third-party platforms from time to time, information on other sites may be inaccurate or outdated. </span></span><strong><span class="text-only" data-eleid="29"><span class="text-only">If in doubt, please apply directly through our official careers website.</span></span></strong></div> </div> <div data-lark-html-role="root"><span class="text-only" data-eleid="18"><span class="text-only">Information collected and processed as part of the recruitment process of any job application you choose to submit is subject to&nbsp;</span><span class="text-only text-with-abbreviation text-with-abbreviation-bottomline">OKX</span><span class="text-only">'s </span></span><a class="link 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